by Robin Dicks | Jun 29, 2015 | Robin's Blog
Cross-selling, or as I prefer it to be terms, co-operative selling or successfully extending relationships with clients, requires a number of things to be in place. Fee earners need to be able to answer 5 questions with a “yes”. The link here to the Co-operative selling image shows you what these questions...
by Robin Dicks | Apr 7, 2015 | Robin's Blog
As we’ve written about extensively elsewhere, there are 5 key drivers of profitable growth for a firm – and extending what you do with clients is a hugely important one. Is there genuinely high potential or is this just great in theory? I’ve spent a little while looking at the client feedback responses, gathered since January 2014, on behalf of our law firm and accountancy firm clients, on this very point. It shows: There are opportunities to either do more of what the firm is currently doing for that client, or to extend what it does, in 54% of cases There are risks of potential client loss (or some loss of business) in 14% of cases The other 32% of clients are stable and loyal. In case useful to help you discuss with colleagues how to enhance the results you get, a little more in shown in this one-page document What does this look like for your firm? Are you capturing this...
by Robin Dicks | Aug 22, 2014 | Uncategorized
For most professional services firms, successful growth remains driven by how well aligned marketing, business development and the activities of fee earners are – and, of course, how well they are executed. But it’s not a perfect world: what is there is a gap in the key activities you cover, or people duplicate effort, or the person responsible for the activity doesn’t have the skills (or desire) to do it? Effectiveness declines. Accountability, ability and appetite. Not all is lost if you don’t have all 3, and people can still drive results. But you do need to understand where people are at and how to maximise the impact of what you do. How can you optimise the effectiveness of all the people involved in the marketing and BD effort? Phil Gott, my colleague in the Winning Firm Alliance, and I have created a diagnostic which very inexpensively and quickly identifies how the whole firm, a practice/team, or an individual can really enhance the results from their activity. Contact me if you’d like more information on 44 (0)7940 886677 or at robin @ thrivingcompany.co.uk ...
by Robin Dicks | Oct 21, 2013 | Uncategorized
Once again at a speaking engagement this month I asked delegates to flag up the key challenges in their firm, when it came to extending relationships with clients. These were some of those flagged: Fee earners discomfort in broaching subjects where they are not “expert”/preference for working on “what’s on the desk”/fear of failure Fee earners not wanting others to talk to their clients Current “modus operandi” is working as individuals or in silos Difficulty in gaining shared agreement on approach I’ve prepared a short document with ideas for resolving these – just contact me if you’d like a copy...
